Gain a Competitive Advantage with Win/Loss Analysis with Ellen Naylor, Ep #355

A win/loss analysis is simply having a conversation with your customers and prospects about their perception of your company versus the competition. You want to cover every part of the sales process. Did you address customer problems and goals with the proposed solution? Doing a win/loss analysis the right way will help you gain a competitive advantage. But what is the right way? Ellen Naylor—a pioneer in the field of competitive intelligence (CI) and Win/Loss analysis—shares her strategy in this episode of Sales Reinvented.

Outline of This Episode

• [1:11] What is win/loss analysis and why is it important?
• [1:53] Common insights you can gain from a win/loss interview
• [2:50] Common mistakes salespeople make and how to avoid them
• [3:50] How to make sure the feedback you gather is unbiased 
• [5:10] Best practices for conducting win/loss analysis 
• [9:47] Should we be compensating the customer for their time?
• [10:36] The role of technology in win/loss analysis
• [12:26] Top three win/loss analysis dos and don’ts
• [15:25] Use a win/loss analysis to inform change

Connect with Ellen Naylor

• Connect on LinkedIn
• The Business Intelligence Source

Connect With Paul Watts 

• LinkedIn
• Twitter 

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